Agent Rise Podcast

One of the biggest struggles we face as real estate agents is continuing to provide world-class service even when we’re crazy busy. If you’re anything like me, you are gearing up for or diving head first into the busiest part of your year. Sadly, this is the time where your level of service can take a back seat to “getting stuff done”. Don’t let it! Taking care of your clients with excellence is what will set you apart. Today I want to share with you some of the systems that helped me turn first-time clients into raving fans with a full plate.

Having a clear communication plan will set you apart

A resounding client complaint that I hear too often is that once they hire a real estate agent they never hear from them again. That’s a bit of an exaggeration, but you get the point. If you want to be an uncommon agent you can’t just list them and leave them! The only time your client hears from you should NOT be when you deem it necessary. I set the expectation with my clients that I will contact them every Tuesday to give them an update and go over anything they may have thought of throughout the week. This creates a clear communication plan that also sets a healthy boundary for casual information and clears the way for important 911 calls if they come up. Your day doesn’t have to be Tuesday, but pick a day and stick to it so you can stand out.

Don’t miss a step with email templates

Part of providing world-class service is making sure you don’t miss a necessary step. A game changer in this area for me and most of the people I coach has been email templates. Creating templates for things like an offer to purchase or next steps will ensure that every communication detail is executed perfectly and consistently. It’s also a time saver too because there is nothing worse than having to delay a closing because you didn’t communicate a vital piece of the puzzle. Including definitions and suggestions in your templates will also save you time and help your clients feel more comfortable with the process every step of the way. Don’t spend time responding to tons of emails when you can put all the necessary information all in one place!

Do what YOU do best

Your role as a real estate agent is to drive your business by loving on your sphere of influence and running an effective chase. So tell me, why are you still wasting time and energy running to EVERY showing or coordinating every part of your transactions? If you want to grow your real estate business and offer world-class service at the same time you need to hire a showing assistant and a transaction coordinator. You may believe you aren’t big enough to have other people in those roles, but the truth is you will never grow big enough if you don’t! Even if you think you can do it better I promise that you can’t. Why? Because you can’t do it all my friend. You can’t grow your business AND handle everything else with excellence. Growing your business takes a great deal of attention and there are some details that you have to let go of. Do the job that only you can do and let others handle the rest. This will allow you to provide consistent world-class service while doing business on a larger scale.

Setting boundaries will grow your business

I’m just going to say it: Stop believing the lie that in order to be successful you can’t say no. You are worth more than that and boundaries are an important part of being a successful realtor. You are not pushing people away when you set a specific day off for yourself. It’s actually the opposite! Clients will respect you and want to work with you because you have a healthy balance in your life. You also have to stop agreeing with this idea and postponing the application of it until you “get busy enough”. That’s stupid. Just like investing in showing assistants and transaction coordinators, investing in yourself will get you unstuck and give you the sense of freedom you’ve been longing for. Taking a break is how you keep your sanity and still provide world-class service.

Outline of this great episode

• [4:10] Letting clear communication set you apart
• [8:55] Why email templates will be a game changer for your business
• [12:13] This document could save your sale and set you apart
• [16:30] The value adds you can’t afford NOT to have
• [19:52] Why setting boundaries is a key to growth

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Text “AGENTRISE” to 44222 for more info on the Bootcamp starting March 25th
• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free! https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

After years of being a real estate agent coach, the amount of excuses I’ve heard as to why an agent can’t succeed is ridiculous. That’s why one of my absolute favorite things is to help people turn obstacles into opportunities. No matter what obstacle you are facing as a realtor I believe that opportunity is just around the corner and all it usually takes is a mindset shift. Stop making excuses and start embracing opportunities by pressing play on this episode!

Start doing things differently and beat the sold sign

It is incredibly disheartening to prepare for an open house only to find out that it has been canceled due to the property already being sold. How are you going to get those leads in your matchmaker in order to convert them if you never met those potential leads in the first place?! What if there was a way to beat the sold sign and start turning that obstacle into an opportunity? Well friends, there is. Start having your open houses the day the property is listed. If it lists on a Tuesday morning, do an open house that night. It may be unorthodox, but it will show buyers you mean business and help you stand out in a saturated market.

Open houses are for every market

What if I told you that your biggest obstacle was actually a lie? So many agents tell me that open houses don’t work in their market when I know for a fact that another agent in the same market is excelling in that area. You may believe that lie because you tried to put on an open house and it failed. Just because it didn’t work when you did it does not mean that there isn’t a way to make it work. Maybe it was the wrong season or maybe you had the wrong approach? When I take agents through the process of how to have an effective open house it is oftentimes a game changer for their business. You have to believe that open houses work because THEY DO.

Your most dangerous obstacle is the one you don’t know you have

In the world of “the more I do the more successful I’ll be” the idea of having two chase pillars seems like a good idea. After all, what’s the harm in casting two nets right? The most common example of this is running Facebook ads while holding open houses. The glaring issue with this is that if open houses fall through we become tempted to use our ads as a crutch. You’ve probably said things like “Well at least I have my ads”. I’ve found in my own business that not a lot of Facebook leads convert and if you use it as a crutch it will eventually cause us to fall on our face. I want to go deeper on this so listen to this episode for more insight.

The most obvious answer is usually correct

Sometimes the way we turn obstacles into opportunities is by embracing what is right in front of us. So many realtors out there want to become listing agents. My solution? Work with buyers that have houses to sell. I know that sounds obvious, but you would be surprised by the number of agents that want to be listing agents and are targeting first time home buyers. That is completely counter-intuitive. I became a listing agent without trying because I sought to work with people who needed to sell their home before buying another one. Stop trying to reinvent the wheel and just hop in the car.

Outline of this great episode

• [3:25] How to beat the sold sign
• [5:39] When open houses don’t work in your market
• [10:19] The pitfalls of managing two different chase pillars
• [15:33] Becoming a listing agent

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

There isn’t a week that goes by where I don’t talk to a stuck agent who wants to quit real estate. While there are a select few who may need to move on, the majority of stuck agents are just a few practical steps away from turning it all around. No matter how far away you feel from success or how long you have been there I believe there is still hope for you yet. So stop looking at job listings and press play on this episode!

It’s time to start commanding fear out of your life

Fear is the stuck agent’s worst enemy. Some agents are so scared of their ability to handle the workload of success that they shy away from doing the things that would give them more than one client at a time. The root of fear (and specifically fear of success) is often a limiting belief. “I can’t do this because...fill in the blank”. It doesn’t really matter what that blank is because almost 100 percent of the time it’s a lie. The blank is something we picked up along the way, either from people or circumstances, that tells us we are not enough. It tells us that no matter what we do we will never succeed. Friend, hear me when I tell you that is an absolute lie. It’s time to start commanding fear out of your life and tearing down limiting beliefs! I believe in you and this episode will help you start the journey of getting your mind ready for success.

Overcome shiny object syndrome

The more I coach stuck agents the more I realize one thing: Stuck agents are often great students and terrible at applying what they’ve learned. What I mean is that it’s usually easy and fun to learn all about real estate, but when it comes down to actually doing the work a lot of agents fall short. The reason? They have shiny object syndrome. They obsess over the latest strategy that will “explode their business” only to forget about it next month when a new one comes to light. They never stick with anything long enough for it to actually produce results or they only do something if it’s fun. The problem with the latter is that the steps that lead you to success aren’t always fun. Sometimes they are tedious and require a great deal of self-discipline. If I’m describing you right now, don’t get discouraged! Listen to this episode because I want to help.

Commit to making a change

You will never be able to gain consistency in your life and real estate business without taking on your limiting beliefs and the clutter in your business strategy. They are distractions and you will always gravitate towards the wrong things if you don’t face this now and from now on. I say that because if fear is something you’ve dealt with in the past you may be tempted to let it creep back into your life as you experience new levels of success. Or maybe you used to consistently chose what was fun and enjoyable over hard and necessary work. That is something that requires a daily commitment to overcome. Identify where fear and distractions are getting in the way of your success and commit to taking the necessary steps to ensure that they stay out of the way.

Start doing the RIGHT things

Once you get your head in the right place and recognize the distractions in your strategy, it’s time to focus on the things that will drive your business. You need a great chase pillar that will generate leads. You need a matchmaking system that will convert those leads and a business tracker to help you stay on top of your calls and mailings. Then you need to day block so that you can stay consistent in your strategy and get the results that come out of that. It sounds simple, but so many agents go after the fun and flashy business plan over a strategy that is clear and congruent to them. Don’t be that person. Be an uncommon agent and put the work in now so that you can reap the benefits for years to come.

Outline of this great episode

• [3:50] The last thing a stuck agent who wants to succeed should believe
• [6:07] How to know if fear is running your life and your business
• [8:26] Eliminating distractions and decluttering your business
• [12:14] Recapping the steps to get unstuck
• [14:50] The right things you need to do in order to drive your business

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Get the Agent Rise Flash Briefing on your Amazon Echo device for a daily dose of Agent Rise content
• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

Last week I unveiled the Agent Rise 10 Steps for Success and focused on how they can empower the new real estate agent. This week I want to take a deep dive on how these steps can be a game changer for the stuck agent. If you feel like you’re at the end of your rope because you’ve “tried everything”, this episode is for you. Take a deep breath and get ready to be encouraged because right behind that play button is a world of perspective to help you get to the next level.

It’s time to get vulnerable

Relax, I said vulnerable...not weird. The truth is I think most stuck agents try to overcompensate for their lack of productivity with the perception of perfection. They hide behind an image of success hoping that it will catch up to reality sooner or later. That’s why the idea of sending out an announcement letter to your sphere of influence that honestly communicates where you are struggling to breakthrough seems terrifying. Like it or not, vulnerability is relatable. If your sphere is supposed to be the people who already know, like, trust you then this could be a critical move to building a stronger an effective database. Need more convincing? Check out this episode for greater insight.

An effective chase is the stuck agents new best friend

For weeks now, I’ve been stressing the importance of the sphere of influence pillar. However, for the stuck agent, it’s the chase pillar that is going to revitalize your real estate business. The sphere IS important, but as someone who has been a realtor for a while, you likely have that in place to a degree. Stuck agents need to focus on what drives their business to get moving in the right direction again. Maybe you doubt your chase because what you’ve tried in the past has failed. Don’t discount the chase altogether because of a misstep! Figure out where you went wrong last time and put the right systems in place to convert leads to sales. This episode is full of tips on how to make the most of your chase.

Let systematizing your business be the breath of fresh air you need

Nothing can be quite as refreshing to a stuck agent as creating a system that increases the repeatability of success. This means there is a light at the end of the tunnel! For a new agent, this might seem like a low success step on the totem pole. However, stuck agents know the value of putting a good system in place because it eliminates the fear of success. The reality is systems help you do more because it takes unpredictability out of the equation. Go from doing maybe three transactions a month to seven or eight by getting the right systems in place to drive your real estate business.

Get serious about accountability and consistency

Most real estate agents are ok with asking another agent in the office to hold them accountable. There’s just one problem with that: it rarely works. Largely, because it results in a blind leading the blind situation. The agent your asking to hold you accountable may be as lost as you are on how to move from stuck to success. This is why I recommend paid coaching. If you pay someone you are far more likely to pay attention and they are far more likely to know what they’re doing. This will enable you to develop a clear plan that’s congruent to you so that you can stay consistent and get to the next level.

Outline of this great episode

• [1:56] Reviewing the 10 steps for a stuck agent
• [2:30] Why stuck agents STILL need an announcement letter
• [5:27] Your chase pillar is the key to getting yourself unstuck
• [9:33] Systems will save your business
• [12:00] The best time to work on your attraction pillar
• [14:49] Why the best accountability isn’t free
• [16:41] How stretching yourself will expose limiting beliefs

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj
• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com
• To hear more great shows like Agent Rise visit www.industrysyndicate.com.

Resources and Links mentioned in this episode

• Go here to get a Letter of the Heart template
• Watch Masterclass “5 Steps To Building An Uncommon Real Estate Career”. It’s free. https://neilmathweg.lpages.co/agent-rise-masterclass/
• To get my listing presentation tips, text “LISTING” to 44222
• Join the Agent Rise Facebook Group (free) at Facebook.com/groups/agentrise
• To learn more about coaching, go to www.neilmathwegcoaching.com
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with Neil!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)
• Facebook.com/AGENTRISE
• Facebook.com/neilmathwegcoaching
• Twitter

 And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

If you are a new agent or a real estate agent who’s been at it for a while but feels like you’re not making any headway, you’ve found the PERFECT episode to listen to. As I’ve been reading Donald Miller’s great book, “Storybrand” I’ve been inspired in a lot of ways. But one of the biggest things it’s brought to light is that my experience as an agent has given me insight into how to set up a new agent’s business from square one - or how to help stuck agents get unstuck.

This episode is my introduction of the Agent Rise Steps - 10 things you need to understand and apply in order to set up your business for success if you are a new to real estate. And if you’re an old hand at this but need a little guidance, you’ll see that these 10 steps toward success apply perfectly for you too. Take the time to listen and change your real estate career forever.

The 10 Agent Rise Steps for new or stuck agents. Here they are…

1. Put 100 people in a “Sphere of Influence” database

2. Mail an announcement letter

3. Select and maintain your “Sphere of Influence Pillar”

4. Generate leads with your “Chase Pillar”

5. Convert leads with your “MatchMaker” System

6. Systematize your business

7. Grow your “Sphere of Influence” database to 300 and build a “Top 25”

8. Select and maintain an “Attraction Pillar”

9. Accountability and consistency

10. Teambuild and coach others

OK, there are many terms in there that seem like jargon - things you sort of understand but don’t quite get. If you haven’t been listening to this podcast for a while that’s definitely the case. But don’t worry, I’m going to break down every one of these steps in this episode. I give explanations and examples of each with nothing held back, so don’t sweat it.

Are you waxing your car when your transmission is broken?

In any business, there are certain things that have to be done that are more appealing, more fun for the business owner or team than other things are. It’s a reality. But it’s important to keep yourself focused on the things that matter and the timing in which they matter. STEP FOUR of my Agent Rise Steps has to do with implementing your “chase” pillar, which I’ll admit is not always the most fun to do. But it’s the heartbeat of your business.

What do I include in the chase pillar? Open houses - Facebook advertising - online leads - FSBOs and expireds - these are the things that generate leads for your business and MUST be done before you move to the more shiny objects that are honestly a bit more “fun.”

But it CAN be fun if you do it right. The matchmaker system I outline and teach in my Bootcamp is one of the tools that make it fun. It’s where the magic happens when it comes to generating interested leads. Listen to learn how you can get better engagement with leads, get more responses to your calls, and even create reasons you WANT to call more leads every week.

As a new agent, do you know how to McDonald-ize your real estate business?

For some reason, in the real estate business agents tend to work on their business in hit and miss fashion. I understand how showings and listing appointments are random by nature and require a certain level of flexibility, but that doesn’t mean you can’t systematize other things to make them work flawlessly every single time.

I’m talking about things that DO need to follow a pattern, things like listing appointments, buyer consultations, your accepted offer process, etc. Every step along the way you need to have a specific process for how you do things.

When you do, there are tremendous benefits.

• Impresses your clients with your professionalism and consistency
• Get more referrals because your clients feel good about how you handled them
• Make fewer mistakes - or even eliminate them altogether

All of that comes by McDonaldizing your business - creating and using systems. This one step is powerful - it removes the fear of success.

As a new or stuck agent, you need to build a “Top 25” list

It may seem a bit touchy-feely to talk about “loving” a group of people as a real estate agent, but that’s EXACTLY how you need to think about your “Top 25 List.” What is it? It’s a list of people who you deem to be incredibly valuable to your business because of their ability and/or willingness to give you referrals that generate business.

Take the time to identify these people, then create a system that enables you to love them well and consistently. Buy and give away great books, provide birthday gifts when their special day comes, whatever it takes, you want to take care of these cherished referral partners. You should not only do it because it is the right thing to do - out of gratitude for what they are doing for you - but it keeps you top of mind so they remember how much they appreciate what you’re doing for the people they refer to you.

Who are the kind of people who make YOUR “Top 25 List?” It's going to be different for every agent. For me, there are a couple of unlikely people. One is a propane tank delivery driver and another is a mail carrier. Who will make YOUR list?

I hope you take the time to listen to this episode - more than once. When you systematically work through each of the Agent Rise Steps in order, you’ll set up your real estate business for the kind of success that can’t be stopped.

Outline of this great episode

• [3:29] An overview of all 10 Agent Rise Steps
• [4:25] STEP ONE: explanation and examples
• [7:28] STEP THREE: What’s a “sphere of influence” pillar?
• [10:22] STEP FOUR: The step that drives your business
• [14:17] STEP SIX: Systematizing your business
• [17:22] STEP SEVEN: Database to 300-ish due to people you meet and a great chase
• [21:25] STEP EIGHT: The attraction pillar only happens after the work has been done
• [25:10] STEP TEN: What you’ve learned needs to be passed along
• [27:18] Why I want you to share these Agent Rise steps and put them in place

Recommended Resources

• Easy Agent Pro - to get a website like mine (neilmathweg.com) go to www.easyagentpro.com/oj

• The Agent Marketer - to take your digital marketing to next level go to www.TheAgentMarketer.com

• To hear more great shows like Agent Rise visit www.industrysyndicate.com

Resources and Links mentioned in this episode

• BOOK: Storybrand by Donald Miller
• Dave Ramsey
• www.IndustrySyndicate.com
• www.TheAgentMarketer.com
• Letter of the Heart
• Service For Life
• Docusign

• Text the words “agent rise” to “44222” to find out more about Bootcamp
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, go to www.neilmathwegcoaching.com and click Send Message.
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with me!

Schedule a free 30 minute breakthrough call with Neil, schedule your call at neilmathwegcoaching.youcanbook.me

 

And connect with me on ANY of the following social channels. I LOVE social!

• Instagram (@neilmathwegcoaching or @neilmathweg (personal)

• Facebook /AGENTRISE

• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly  iTunes)

Trust is the thing. It’s the bomb. It’s the key to success as a real estate agent. You won’t even get the opportunity to serve people unless they feel they can trust you. So work out the logic on that - you should learn how to help people trust you - even before they meet you. Right?

This episode is about that. I’ve been reading the book, “How To Build A Storybrand,” by Donald Miller. It’s an amazing look into the fact that everyone is living out their own story - and those of us who make our living offering services to others need to learn how to understand their stories. When we do, we’ll be able to offer them exactly what they want and need, to their delight.

What’s that got to do with building trust with those who haven’t even met us? Listen to this episode and you’ll find out.

Are you telling a story that makes you the hero? Shame on you (and me)!

Yes, shame on me! I’ve done it myself. We all tend to speak about the things we’ve done to get a win for our clients. We talk about the credentials we’ve earned and the things that make us a better choice than the agent down the street (or in the next office). But there’s a problem with that approach.

Our customers don’t care.

Really, they don’t care. They aren’t interested in those things nearly as much as they are interested in knowing if we understand them and can help them get what they want and need. When you’re able to do that, you are able to build trust with them - which is what enables them to choose you as their real estate agent.

The first place to build trust with people: Your website’s “About” page

The first thing most people do when they are looking to work with a company or individual is to check out their website, right? When they go to YOUR website, what do they find? It might interest you to know that most people visit the “About” page immediately upon landing on your site.

Why is that? They want to know if you are the kind of person they can trust.

Building trust with people is key and sadly, most of us agents don’t know how to do it well. So here’s a bit of homework for you. Go to your own “About” page and read it. Does it make you out to be the greatest thing since sliced bread, or does it resonate with your potential customer’s needs? If you honestly say it’s the first of those options, you have some work to do.

Want to build trust with people? Provide content that shows you “get” them

Building trust with people happens over time, as you consistently communicate your message. So it makes sense to ask, “What message am I communicating?” and “What message SHOULD I be communicating?”

People who are looking for a real estate agent aren’t necessarily looking for the best agent - even though they may say they are. What they are really looking for is a person they believe will best understand their wants and needs and be able to help them meet those wants and needs.

That’s where the content you share on social media, on your blog, via Snapchat needs to demonstrate that you understand homebuyer (and home seller) needs. It’s a subtle shift in your messaging that could make all the difference when it comes to building trust.

Read between the lines to understand how a buyer’s lifestyle will impact their choice of home

How many times do your customers give you an exact description of the type of home they are looking to buy and then wind up buying something that doesn’t match that description at all? It happens a lot. Why? Because there are deeper issues at play, things having to do with lifestyle and way of life that they aren’t totally clear about initially.

Listen to this episode to hear my example of how you can build trust with people by tapping into the lifestyle needs they don’t even know they have. It’s a sure fire way to enable them to trust you more because of the way you care for them in the home buying process.

Outline of this great episode

• [0:35] What consumers crave from Real Estate professionals
• [2:50] Dial-in the 2nd most popular page on your website: About Me
• [3:44] Get it in your head that you are not the hero of the story
• [6:38] Are your content resources ego-driven? If so, you’re alienating your customers
• [7:54] People buy the product/service they understand fastest: Is your message clear?
• [10:40] Do you - identify with what your clients want? Know what homeownership means to them? Know what the consumer wants?
• [13:08] Reading between the lines to discern how a purchaser’s lifestyle influences their buying decision
• [16:27] New agents and stuck agents should ignore this episode for now.

Our sponsors:

• www.EasyAgentPro.com/OJ - please use this link as it solidifies the relationship we have them (both my site and my company’s website are EAP sites… check them out below).

Resources and Links mentioned in this episode

• BOOK: Building A StoryBrand
• Set up the Agent Rise Flash Briefing
• www.TheAgentMarketer.com
• www.IndustrySyndicate.com - lots of real estate podcasts in one place
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, go to www.neilmathwegcoaching.com and click Send Message.
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

• Snapchat
• Instagram
• Facebook
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

“Neil, what do I need to do every day in order to be a successful real estate agent?” If I had a nickel for every time I’ve been asked that question I could probably retire. The reality is most new or stuck agents don’t know what they need to do on a daily basis in order to be successful. Sure, the big picture is to sell houses, but what are the things you need to be doing on a random Tuesday to make that happens? You’re in luck my friend because that is what this episode is all about.

The three pillar system is the foundation of your real estate business

If I were a betting man I’d say that there isn’t a single successful real estate agent out there who isn’t using some version of the three pillar system. Seriously, if you don’t have a sphere of influence, chase, and attraction pillar what are you doing? These things are the foundation of your business because they help you develop a clear and effective business plan. Without clarity and consistency, you WILL fail. Not sure what the three pillar system would look like in your business? Press play to find out!

Day blocking will create the consistency you desperately need

As a new or stuck agent, having a schedule void of appointments may be a regular occurrence. It’s in those moments you are probably wondering “What can I do to change this?!” If you already have a clear business plan from your three pillars the answer is simple. Day blocking! Use the plan you already have by picking specific days of the week to work individual pillars. By doing this week in and week out you will create the consistency you need to be a successful real estate agent. This episode is full of examples of how day blocking can turn an empty schedule into a productive one.

The key to growing your business is tracking it

Remember when you were a kid and your parents would mark the wall to record how tall you were getting? Okay, maybe they didn’t do that, but for a lot of kids that was the easiest way to prove they were growing. Your real estate business is no different. By using things like engagement and lead trackers you will not only be able to see your growth but also diagnose the source of it. Tracking your business can also be an enormous source of encouragement because it allows you to see how far you have come and can motivate you for the future.

Understanding your business plan will take your business to the next level

It’s not enough to simply have a business plan. In order to become a successful real estate agent, you have to understand that plan and why it works for you. Don’t just run with something because your buddy Neil said so. You have to work in accordance with your strengths. Being successful is not a one size fits all formula. It requires a level of consistency that is unique to who YOU are as a real estate agent. That’s why I love the deep work we are able to do in Agent Rise Bootcamps. It’s time to start focusing on what’s driving YOUR business and take things to the next level!

Outline of this great episode

• [0:49] What YOU need to know RIGHT NOW
• [3:36] Laying the foundation of your real estate business
• [8:46] Why day blocking will make you a successful real estate agent
• [15:37] Stop guessing and start tracking your business
• [18:40] The power of understanding a clear business plan

Our sponsors:

• www.EasyAgentPro.com/OJ - please use this link as it solidifies the relationship we have them (both my site and my company’s website are EAP sites… check them out below).

Resources and Links mentioned in this episode

• Text “Agent Rise” to 44222 to get more info on Agent Rise Bootcamp
• Check out real estate’s FIRST media network at Industry Syndicate
• The Agent Marketer is where it’s at for your digital marketing needs!
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, go to www.neilmathwegcoaching.com and click Send Message.
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

• Snapchat
• Instagram
• Facebook
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

After last week’s episode, you may be feeling like building a real estate database is too daunting of a task. You know you need a database, but getting to 300 people in your sphere of influence feels a lot like climbing Mount Everest. Fear not! While 300 is the ultimate goal it’s by no means where you need to start. In this episode, I’m going to give you all the tips you need to develop a manageable real estate database for your sphere of influence and show you how to get to the top of the mountain.

The first step of building a database is starting

Have you ever sat for an extended period of time looking at the work that needs to get done as if to will it into completion? Yeah, I’ve been there. I think we all have. The reality is that your database won’t build itself and you NEED that database. If you’re like most real estate agents out there your sphere of influence is what is driving your business. Having a database of those people is the tool you need to cultivate leads and maintain relationships with your sphere of influence. Don’t freak out because this episode is full of tips to help you get started. Just press play and get inspired!

Manageability is the key to growing your database

The other reason you might be stalled out in starting the database for your sphere of influence is that 300 people seems incredibly overwhelming. If you are a new or stuck agent I completely agree! I believe your database should ultimately contain 300 people, but by no means do I think you should start there. If 50 people are all you can reasonably mail to and maintain relationships with then that is the perfect number for you RIGHT NOW. Stick with the number of people that you can stay consistent with. I would rather you have a database of 50 people that you can really love on than 300 people you basically ignore. From there you can add more people as you gain more confidence in your ability to effectively reach greater numbers.

Stop getting ahead of yourself

In this episode, I share a personal story about when my younger self almost bit off more than he could chew. It’s a fantastic story so make sure you listen in order to get all of the juicy details. However, I want to talk about the reason why I told that story. Too often in real estate we see successful agents as goals and we try to be them as fast as we can. We take shortcuts where we should have taken more time. We try to run a marathon when we’re only ready to run the first mile. The goal isn’t to be successful as quickly as you can. The goal is to to be successful as long as you can and the only way you do that is by remaining disciplined, staying consistent, and maintaining the right pace.

There are people in your database you need to delete TODAY

A big part of building your real estate database is filling it with the right people. However, I guarantee that most of you reading this have some of the wrong people in your sphere of influence and it’s time to fix that. You have to know, like, and trust the people on your database. These should not be people you are trying to impress, but rather people who you are trying to include in what you are doing as a real estate agent. Stop adding entire neighborhoods and stick to the neighbors you already have relationships with. You will save yourself so much time and money if you do. Start assuming the role of quality control for your database and only put people on it who want to see you succeed.

Outline of this great episode

• [0:47] Don’t let your real estate database be daunting
• [2:28] Why you need a database in the first place
• [4:15] Everest can’t be climbed in a day...
• [7:35] ...And the time that I learned why
• [12:28] Why maintaining quality over quantity will make your database effective
• [15:05] Who should NOT be in your database

Our sponsors:

• www.EasyAgentPro.com/OJ - please use this link as it solidifies the relationship we have them (both my site and my company’s website are EAP sites… check them out below).

Resources and Links mentioned in this episode

• Check out real estate’s FIRST media network at Industry Syndicate
• The Agent Marketer is where it’s at for your digital marketing needs!
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, go to www.neilmathwegcoaching.com and click Send Message.
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

• Snapchat
• Instagram
• Facebook
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

I recently asked the Agent Rise group what their “Top 5” sources are for acquiring leads. I was blown away because all but ONE person said that their sphere of influence was at the top of the list. This insight has established my whole trajectory for 2019 in what I want to accomplish in my own real estate business as well as the kind of content I want to bring to the Agent Rise Podcast in the coming year. Today I want to help you get a game plan for your sphere of influence so that you can take control of what’s driving your business.

Control what’s driving your real estate business

I am still SHOCKED at the number of agents I talk to who still don’t have a database. A lot of us get caught up in the day to day noise and all the other “stuff” our business can generate rather than focus on the thing that’s actually driving our business. It’s the equivalent of polishing your car instead of fixing its busted transmission. No matter how much wax you put on it the car still won’t drive! Your sphere of influence will make or break you as a real estate agent and without it, you will crash and burn.

The “WHO” in your sphere of influence MATTERS

When deciding who to include in your database there are some very obvious choices. Clients past and present are among that group. However, there are some crucial people you need in your sphere that you are probably overlooking. Think of your database in terms of a wedding invite list. Your nearest and dearest can be huge lead generators because they are your biggest fans. Even if they don’t live in your area don’t count them out! My Aunt Barb has sent me five revenue-generating clients from a different state. Other overlooked additions to your database could be old classmates, neighbors, and even your podiatrist! The point is anyone you interact with could help you sell your next home.

You worked hard for your database...now make it work for you!

Common real estate agents are the ones who spend all of this time and energy building a database only to do NOTHING with it. Seriously, why?! Going back to my car analogy, it’s time to put down the turtle wax and get your hands dirty doing the work that will drive your business. That beautiful database isn’t there just to take up space on an Excel spreadsheet. Make it work for you! Send out mailings. Invite people to client appreciation events. Shower your sphere of influence with gifts. If you love on the people who help make you successful I guarantee you will stay that way.

Finding YOUR people will make your sphere of influence effective

I get asked all the time about the number of people needed in a database to make it effective. Shooting from the hip I’d say 300 is a fairly healthy number, however, quality is far more important than quantity. 50 solid influencers are FAR more effective than 300 people you barely know. When I transitioned back to real estate sales I ended up gutting most of my database because a lot of my contacts weren’t worth the cost of postage for the mailers. I’m sure they were lovely people, but they weren’t MY people. They weren’t going to generate leads because I lacked the influence on them that would persuade them to exhibit influence for me. You have to be in their sphere in order for them to be in yours. The bottom line is don’t be afraid to take people out of your database just so you can have a bigger database. FInd your people and stick with them!

Outline of this great episode

• [1:25] What is driving YOUR real estate business?
• [4:07] The people you need in your sphere of influence
• [8:29] So you have a database...now what?
• [12:10] The “right” number of people needed to make your sphere of influence effective
• [14:16] Why you can’t afford to be entitled
• [16:49] How databases help breakthrough client communication barriers

Our sponsors:

• www.EasyAgentPro.com/OJ - please use this link as it solidifies the relationship we have them (both my site and my company’s website are EAP sites… check them out below).

Resources and Links mentioned in this episode

• Check out real estate’s FIRST media network at Industry Syndicate
• The Agent Marketer is where it’s at!
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, go to www.neilmathwegcoaching.com and click Send Message.
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

• Snapchat
• Instagram
• Facebook
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)

Having a clear real estate business plan will help you become an uncommon agent in 2019. The “play it by ear” mindset is common and is the reason most agents fail in real estate after five years. Don’t let that be your story! On the first episode as the Agent Rise Podcast,I’m going to tell you EXACTLY what I’m doing with my real estate business in 2019 and why it’s going to help all of us get to the next level in the new year.

Your three pillars are still IN for 2019

Don’t worry folks! Names might be changing around here, but the essentials are not. In order to be successful as a real estate agent, you still need a sphere of influence, chase, and attraction pillar. Do you know what those are? If you do, do you know how you’re going to make them work for you in 2019? This is why having a clear real estate business plan is crucial to making this year your best year ever. You can’t achieve your goals without clearly understanding what you are going to do to get there. Let’s get clarity and get going!

Make 2019 the “Year of the Sphere”

Cheesy? Yes. Important? Still yes. While your three pillars are essential, not all pillars are created equal. The whole reason I shifted away from the Onion Juice brand is that it was founded on the idea that the other two pillars should take a back seat to your attraction pillar. And while being a media company that also sells real estate is fun, it’s not always functional. You need to chase business. More importantly, you NEED to love on your sphere of influence. That’s why my clear real estate business plan for 2019 is all about my sphere of influence. Want to learn more? Hit play on this episode.

It’s time to capitalize on what’s driving your real estate business

Everyone I’ve talked to in the Agent Rise Facebook group has told me that the number one thing driving their business is their sphere of influence. This is where leads become clients people. This year I’m committed to doubling down on my sphere of influence. So much so, that I’m diverting money from my chase in order to do just that. Please don’t hear that your chase isn’t important from that sentence! I’m also going to declutter my chase and double down on open house as well. It’s going to be a big year! Are you ready to go big and sell homes?

Work smarter, not harder on your attraction pillar

Guys, I almost became a hypocrite. I had all these plans to blow up my attraction pillar in 2019. Then that little Neil voice from Episode 161 started ringing in my ears and I realized how distracted I was. The amount of time and energy I was about to dump into my attraction was SCARY. Can anyone relate? Have you caught yourself letting your attraction become your distraction yet in 2019? It’s ok to admit it. This is a safe place. The key is to get a clear plan to work smarter and not harder on your attraction pillar. You’ve got to find your cadence in things that can manageably grow your attraction without sucking massive amounts of resources. Easier said than done? Take a listen to this episode to help you break out of that limiting mindset.

Outline of this great episode

• [2:00] I’m kicking off Agent Rise with an exciting announcement!
• [5:30] What I’m doing in 2019 to take my real estate business to the next level
• [8:32] Why 2019 will be the“Year of the Sphere”
• [13:26] How to capitalize on what’s driving your business
• [15:43] I’m listening to my own advice about attraction pillars in 2019
• [21:18] Just when you thought it couldn’t get any better...another exciting announcement!

Our sponsors:

• www.EasyAgentPro.com/OJ - please use this link as it solidifies the relationship we have them (both my site and my company’s website are EAP sites… check them out below).

Resources and Links mentioned in this episode

• Check out real estate’s FIRST media network at Industry Syndicate
• The Agent Marketer is where it’s at!
• To get my 11-question listing presentation tips, text “listing” to 44222
• To contact me about coaching, go to www.neilmathwegcoaching.com and click Send Message.
• If you want to see my website as a REALTOR in Madison Wi go to www.neilmathweg.com

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

• Snapchat
• Instagram
• Facebook
• Twitter

And finally, if you would be so kind - leave a rating and review for the Agent Rise podcast on Apple Podcasts (formerly iTunes)